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Grouing For The Right Reasons
CommNrnzieJ loday are demanding more direct in· tlolvemenl by volNnleerJ providing for the needJ of itJ people. Jayce!'Jare Ihe volNnleerJ being c.dled on to provide for the needJ. More can be ISCcompliJhed with more people im'olt'ed. B)' ;ncrearing the m.2npou·er of )'0"1' chapter,yo" are able to ;ncreaJ£'yo"r effect;t'eneJJ and you are able to expand o"r effortl to m.zke yo"r communil)' a bel1er place to I;n'. ThlJ ;J JUJI one reaJOnyou need 10 in/'olt-e more young me'; in )'o"r chaPler. Another purpoJe of the JIl)'CeCI;J 10 develop Ihe leaden of 101110rmu.Leaden are needed for et'e")' let'el of our JOC;el)·.U'/e mUJI ;n/'olt'e more people i,;lht· Ja)'ceeJ' Iraining to meet the chal/enf!eJ of tomof'f'Ou. ThiJ Ira;n;,;!: can come from 11l4nagement training received u,hen running a project, or from taking an Individual Detlelop· menl COMnecondlJCtedby YOMrchapter. YOMrJa)'cee chapter mMJI be prepared to a11ill YOIff commNrnzy with any need, from A nalNra/diJAJler10aiding Ihe aged or Ihe hAndiupped. In Addition, YOMJhoNld b. prep~red 10 a11ill with rwJional effortJ, JlI&hAJ ,.aiJing money to help find a CNrefor mNJcN/ar dYJlrophy or cerebral p~lJy. People throughoMI the u'or/d are depend. ing on YON and Ihe effortJ of YONr chapler, II r..lzeJ 11l4npower (people) 10 meetlhoJe needJ. Grou';ng }NJIfor awanil wal not why thiJ organiza· lion waJ Jlarted, In vo/t:ement , perJonal developmenl, and communil}' pride are Jome of Ihe reaJonJ why thiJ organi. zation wal founded and u'hy)'our chaPler JhoNld contin~
cees for different reasons. Most join the three involved for one of Jaybasic reasons: I. "The desire for self-improvement to Jcam how to accrpt responsibi}ity. to make decisions. become dTCC'rive speaker... develop management t.c:chniquc:s..o be better employro.. t and to be better indi\iduals. 2. The desire for community involvement - to have a hand in identifving community ills. then planning and executing action to remedy those situations. 3. The desire for fellowship - to meet and associate with progressive young men of the same age bracket with similar interests and objectives. Our organization ~ unique in that we limit our me:nbe~hip to young men between the ages of 18and 36. In order to continually increase our ability to improve our communities. we must involve more people in our efforts. In addition to membe~ -aging out~ of the Jaycees. our age group ~ on the move. Ne" membe~ not only provide manpower for our projects. but are a valuable source for new ideas and direction for our chapte~. America is asking voluntee~ to take a more active role in our communili~. The Jaycees. as the young leade~ of the community. are being called upon to lead the way. In order to fulfLlI this responsibility. every Jaycee chapter must increase its manpower. The more young men we have involved. the more we can accomplish. As a new member. vour fi~t action must be to participate -in a variety of Jaycee activities. Take the fi~t step. get started in the Springboard program. Participate in some of the acti\ities your chapter ~ conducting and attend the meetings. As you and your community benefit from your involvement. offer the opportunity 'for membership to other young men. Someone asked you to get involved. now you can offer the same opportunity to another young man.
One of the greatest experiences as a Jaycee is to recruit a new member and watch him grow as a result of his Jaycee experience. You surely know someone who could benefit from Jaycees and, at the same time, offer your chapter the benefit of his involvement. Maybe he's not much of a Mjoiner"and not active in his community. Recruit him and he can participate in Jaycees along with you. After a short time, you will notice some changes in him. As he participates in Speak-Up, develops self-ronfidence, works hard on a chapter project and feels like he contributed to his community, takes part in a social activity and esta~ lishes some new friendships-you will realize how proud it can make you. All this can take place because: you offered him the opportunity to become a Jaycee. Think of the young men you know who would benefit from being a Jaycee. Possibly your neighbors and other friends. What about your banker, doctor, pharmacist or mechanic? Perhaps your boss or fellow employees would join you in the Jaycees. It doesn't take long to develop quite a list of potential Jaycees. Now, all it takes is for you to offer them the opportunity to get involved in the Jaycees. Ask one or two to attend the next meeting with you. You don't have to know a lot about Jaycees, you can learn together. If you are enjoying your Jaycee experience, so will they. Ask them to join you at the next social or project your chapter is conducting. Take pride in the Jaycees you recruit. They wouldn't have the opportunity had it not been for you. You wouldn't be a Jaycee had it not been for the person that got you involved. One of the great "paychecks" we receive from our JayCee experience is self-satisfaction and pride. Nothing could be more satisfying than ha\ing a man you recruited participate in C.P.R. training and later use that training to save someone's life. Imagine the pride you would feel if someone you recruited became the chairman of a project that built a swimming pool for handicapped children. You could also recruit a future chapter president or state president. Maybe a Mayor or Senator. Every young man deserves the opportunity to be a Jayc:ee. It is up to you to offer him the opportunity. So, together - we can change the world! Enjoy your Jaycee career.
Why Recruit? Every chapter officer realizes that members do projects that heJp the community and benefit the Jaycees wbo work on the projects. The most misunderstood membership issue is why do Jaycee chapters need more Jaycees. The following excerpt from The U.S. Jaycees' Recruitment Manual (available from The U.S. Jaycees Sales Catalog) gives the reasons for recruitment. The need for more Jaycees is explained by past U.S. Jaycees President Dick Robinson (197)76), "Jaycees want to have an impact on the United States. That impact can onJy come through widespread involvement. We must leek to offer the opportunity of Jaycee involvement to as many young men as possibJe. Only then will our organization begin to more positiveJy bring about tbe collective community involvement we desire. Local growth is the answer .•• Each chapter shouJd have an ongoing recruitment program for at least these three very important reasons: J. A chapter must continue to replace those who have left the chapter through age, moving, etc. 2. 1be more members, the more manpower you have to run projects which meet the needs of your community and carry out your chapter's planned pr~ gram of activities.. 3. Most importantly, Jaycees offer every young man the opportunity for Jeadership training and personal growth. Let's discuss, briefly, each of these reasons. Replacing Members. Every year, members reach the age limit., move to another community, or find some other interest. In any case, your membership is less. Let's look at what happens without any attempt to replenish chapter membership. Assume your chapter starts the year with 30 members. At year's end, for one reason or another, ten members did not rejoin, which is a retention rate of 66.6% If a chapter averages 66.6% retention year-in and year-out, and does not replenish the membership, your chapter, even with minimal recruitment effort, will be below The U.S. Jaycees minimum requirements for membership of 20 members within two years.. If you fail to recruit, your membership will decrease until your chapter does not exist., or at best, will be so small you will not have an impact in your community. Meeting the Needs of Your Community. Satisfying a community's needs is a never ending battle, regardless of the type of needs your community has. To do the best job possible, you need to have all the manpower you can get. The more members you have, the more projects you can run, consequently, meeting more of your community needs. Divide the number of Jaycees in your chapter into the number of people in your community. Whatever the number is, that is the number of people each Jaycee in your chapter must serve. Wouldn't it be easier for your chapter, and better for your community. if you doubled or tripled your membership?
Logically. the more Jaycees you have, the higher the probability of meeting your community's needs. This theory does not take into consideration many other factors such as: good chapter management, number of other organizations, age of the population, etc. In most cases, even with other factors to consider, you would have to agree that the addition of Jaycees in your chapter gives you more potential to solve your community's problems. The Opportunity for Leadership Training. Jaycees exist, not only for community development, but also individual development A young man with strong leadership training will be better able to address community needs and provide solutions to the ills of the community. The case for leadership training in this country cannot be overstated. You can cite many instances of lack of leadership; whether it is in the area of government, business or a person's personal life. The need to involve people in leadership training will always continue simply because each year a new class graduates into the world. Jaycees offer a continual program of leadership training from ages IPr35, or even beyond for associate members-the only volunteer organization in the world to do so. U we agree that there is a need for leadership training, it is inconceivable not to offer Jaycees to every young man. The United States has approximately 27 million young men I Pr36, but The U.S. Jaycees membership is approximately 280,000, less than 2% of those eligible. It is difficult to believe every young man has been offered an opportunity to belong. Conclusion. Every chapter must constantly face the challenge of growth. If your chapter is not growing, it is dying. The question of growth should always be how many and by when. Jaycees are good for communities and good for individuals. From that viewpoint, recruiting young men into our organization becomes the obvious thing to do. How ~tanl Ja)"cees Should Your Chapter Have? There is no magic formula to determine the number of members a chapter should have. Some Jaycees use the size of the community as the determining factor. Others consider their last year's membership. Still, others consider what they can effectively manage. All of these considerations have a tendency to limit the size of a chapter. Here are some questions you should answer before arriving at your membership goaL I. If you had unlimited manpower, what projects doCs your community need? 2. How many projects can you reasonably expect each member to work on? 3. How many Jaycees will it take to run those projects? 4. How many of your Jaycees are lost each year through age limits, moving, etc.? 5. Have you recruited all of the eligible men in your community? 6. Should there be more than one Jaycee chapter in the community? After you've decided your membership goal based on a logical thought-process, you are set to begin the recruitment process.
The Membership Project. Each chapter should develop a membership plan. That plan should use the same procedures as any other project your chapter has. Look at the Chairman's Planning Guide and follow those steps to the successful completion of your membership project. To help you be more successful with your membership project, use these ideas: I. Recruit the number of new members your chapter needs on a monthly basis if possible. Your activation programs are more effective on a '"few at a time basis." Plus, it is easier to recruit a few members a month as opposed to all of your new members at once. 2. Make up a list of prospective members - complete with addresses and telephone numbers. 3. Obtain a copy of The U.S. Jaycees' Recruitment ManuaJ available from The U.S. Jaycees Sales Catalog. This manuaJ is a guide your chapter should use to teach each member how to recruit. 4. Stan your chapter's year with a membership seminar for your officers. Then break the chapter down into ~ma1l groups and conduct a membership seminar for them. Use The U.S. Jaycees Recruitment Manual, Extension Manual, Chapter President's Handbook and this Officers' & Directors' Guide as resources. 5. SpeaJc to your members about recruiting new members, retaining old members and starting new chapters at least once a month. Give them ideas on "how to", and ask them for other new ideas.
Finding Prospective Members
Prospective Jaycres are everywhere. More than 98% of our potential members have yet to be asked to join. Here are some areas your chapter may want to review. 1. BM.smess a"" lNiMsITiaI Firms. Contact the top executives and schedule a meeting to discuss the advanfa8es of Jaycee leadership training. Be sure your pre· sentation is well-planned and emphasiu-s the benefits to both employer and employee, particularly employer. Many firms sponsor as many as 15 to 50 members in Jaycee chapters. 2. Nnv ResUinJts. Establish an ag~ment with your community's "WelconY Wagon" to have members of your Jaycee chapter assist in welcoming new members to the community ... especially those of Jaycee age. 3. Mmtbn-ship &oth. An effective way of getting the chapter name before the public and prOSpective members is with a membership booth. The best locations for membership booths are in malls, shopping centers, or on sidewalks with ~vy pedestrian tcaf- . fie. The best times for nYmbership booths are usually Friday evening and all day Saturday.
VOIn' /Ugistraticm. On file, in every county courthouse, are voter registration lists containing the names, addresses, and ages of every registered voter in that county. Some counties have these names available on IBM sheets, for which a minimal charge is usuaUy made to get a copy. Send a mass mailing to those voters of Jaycee age and ask them to join your chapter. 5. CMrrmI Projects, Assign at least one member to be responsible for recruiting while your chapter runs a community project (e.g., car wash, dunk tank, haunted house, bike safety training). 6. YOIIr Pmml Membership. The best source of new members is your current membership, if you give them the proper motivation. Many times, your current members claim they don't know any prospects. However, ask them abour the young men: a. They work with.
b. They know who are just back from military service or college. c. Who live in their neighborhood. d. Who work for other firms they deal with - clOthing stores, department stores, banks and so on. e. Who attend their church or Sunday school. f. Who are their business competitors. Asking current members about these and other sources of new members may be the motivation your membership needs to go out and recruit. 7, NftII Members. Thcy know and associate with people who are unknown to others in your chapter. Always ask your new members to suggest the names of friends who might be interested in joining your chapter. Mter all. that is one of the four requirements for Springboard. 8. City s.m,nu. Your community mayor, councilmen, policemen, and firemen are excellent resources. Each has a special project they would like to see the Jaycees get involved with. 9. CJnnr:iJa, An excellent resource is your local minisrerial association. Door-Io-Door. Using cwo man teams visit sub-divisions looking for tricycles, bikes, swing sets or toys. These are usually good indications of where Jayceeage couples live. 11. Big Wh«J Raffk. Raffle a Big Wheel at a local business. Ask for father's name and address on entry form so you can follow-up with a personal visit. 12. jayc""1s. Involve your local Jayceene chapter in your membership drives. You may be pleasantly surprised by the number of Jaycees your Jayceettes can recruit. 10.
Howsty - No matter what you say, make it the truth. Nothing will be more harmful to your success or your chapter's success than dishonesty. If you do not know the answer to I question. say so. There is no need to make up an untruth. Put yourself in the prospect's position. What would you do if you discovered an outright lie? & YOII1W!f - In order to be most effective, you should be natural. By being narural, you become more sincere and believable. People who are not themselves are easily noticed and, to a certain degree, are distrusted. Not everyone has the narural easy flow of conversation which so many times is associated with successful salesmanship. You can successfullyexpress yourself without trying to be something you are nor. All it takes is a sincere effort, a little common sense, and some practice. Knowledge - You must d~eJop a definition of Jaycees that reflects the organization's philosophy. A good philosophy might be, 'Jaycees Is Leadership Training Through Community Development." Be prepared to answer questions about the definition of Jaycees. Have a good genera] knowledge of your chaprer's history, budget, activities, and membership. Be familiar with your chapter, state, and national organization funcrions. The information is available from state officers, state headquarters, or The U.S. Jaycees Headquarters in Tulsa, Oklahoma. Be careful with your knowledge. Too much could be as harmful as too litde. The idea is to recruit someone into the organization, not baffle them with mind-boggling facts and statistics. You need the knowledge to answer questions, not impress him with your intel1cct. 'There is no need to give a fuJJ orientation while recruiting; that is done after he becomes a Jaycee:' Alliblde - Artirude is the always-important factor in any effOrt. The need to be enthused about your product i5 necessary. but especially so in recruiting a new Jaycee. You want to communicate to your prospect the need for him to join and the action-producing artirude that wiHcaUsehim to pay his dues. By showing a sincere. determined effort to give the prospect the best view of Jaycees he can get. you show your enthusiasm. lislnling - Be sure to listen to what your prospect is saying. Remember, he is motivated to ask questions about Jaycees because of his own interests. If you do not give him the opportUnity to ask questions, you cannot find out what he is interested in. More importantly, you will lose his artention. A good way to remind yourself to listen is to ask questions. A question wiH require an answer. An answer will require you to listen. The recruitment ofJaycees is nor a one-way street. Jaycees are for participants. Borh parties must be aJJowed to speak and listen. The successful recruiters are those who do more listening than talking. The technique you use while recruiting is up to you. Th~ more comfortable you are with your presemation, the easier recruiting will be. The foHowing five basic steps are used by most successful recruiters.
There are basic ruJes you should follow as a Jaycee recruiter. These rules wiU help to eliminate obstacles and increase your confidence in your ability to recruit new members. Always remember the following:
1"lrfxiIKlicm. 1. Your name. 2. Your chapter. 3. What you're doinS'
Fmd OIIt his pnwna/ ;"formaticm. 1. Where he works. 2. His hobbies. 3. Information about his family. (You need ro tie all of these things together and ra.Uc in terms of his interests.) TJ/ him about Jayues using what YOll fcnmd 0lIl about him. 1. All three sides of the Jaycee triangle. 2. Socials.
(Anythi"8 he wants to hear pertaining ro his interests.) Gn prosP«t 10 agr_ with YOll. 1. Ask questions that he has to answer yes roo (If he is interested in spores, tell him about the Jaycees' bowling, softball or foorbal1 teams, and about the little league teams Jaycees sponsor or work with.) 1. Ask him to join.
2. Fill out application.
Example: David, I am sure you will agree that there are some things that could be done to make Podunck a better place to raise a family. You would most likely agree that the young people are one of the greatest resources Podunck has. • Close By now your prospect should be sold on Jaycees. All that is left is signing him up, and you can't do that without asking for his dues. Example: This is what the Jaycees are doing. We are taking the greatest resource Podunck has and putting it to work making this a better place to work and raise a family. All it takes for you to get involved is 525.00. Or, David, I need your address and phone number, if you would just fill this out. (hand him an application). Now, all J need is a check for 525.00 to get you involved. How to Handle Objections. The following section is an excerpt from The U.S. Jaycee Recruitment Manual. These are the most common reasons given for not joining. Use these ideas to help you and your chapter think of more. Reasons for Not Joining: "1 don't hOl'e timr right now," This objection is the most common. While it may be true in some cases, more than likely it is not. Explain that everyone has the same amount of time - 24 hours each day. The difference lies in priorities. A person fills his time schedule with all those activities that he has to do and wants to do. All the chapter wants is a chance to influence his priorities. Your family and job obviously come first on the list, but there is a place for Jaycees. Review his time schedule with him. Ask him questions about what he does with his time. Do not make judgement if he wastes time or not. Just pointing out his activities and making him say how much time he spends on an activity, he will realize he does have some extra time. "1 Belong To Too Many Organi;ation~ XO\1'," Question the prospect about the organizations he belongs to and his activities in them. Many people belong to several organizations, but few are really active in all of them. A very good answer to the objection of "belonging to too many organizations" is: "That is exactly why we are asking you. Because of all the training you have had in other organizations, you could be of help to our chapter. Your expertise in leadership positions could be passed on to our members." "J Can't Afford Tn Join." This objection is usually a secondary objection after you have eliminated others. Make arrangements for a payas-you-participate plan with your chapter. Then divide the dues up into equal monthly payments. If the dues are $24.00 a year - "Can you afford $2.00 per month?"
Introduction Tell the prospect who you are, who you represent, and something about what you are doing. Example: Hi! My name is Hiram Hornblast, rm with the Podunck Jaycees. I would like to take just a minute of your time to tell you about the Jaycees. • Personal Information Ask the prospect several questions about his work, family, hobbies, etc. You will use the information from this section later in your presentation. Example: David, do you live in Podunck? Where do you work? Do you have a family? What do you like to do in your 'spare time? • Jaycee Information Find out what he knows about the Jaycees. Then, using what you learned about him in step no. 2, tell him about the Jaycees. Try to make this section brief. Tell him what you can, in less than 2 minutes. Example: Have you heard about the Jaycees? Well, we are a leadership training organization. Our goal is to develop the abilities of our members through their involvement in our community improvement projects. For example, David, you mentioned you have two boys. Do they play football? Well, we sponsor the Pee Wee Football program here in town. rm sure you can see the benefit from this program is the experience and growth our members receive from being involved in the various aspects of this project. • Prospect Agreeing In this section you are preparing the prospect for the close. You want to establish a positive, or "'yes" attitude. You can do this by asking several questions with obvious, positive answers.
3. Ask for money for dues. 4. Offer to pick him up for his first meeting.
Another might be (many chapters do this), "Our chapter pays your registration fee to state meetings four times a year - that amounts to around 575.00 a year. Or each member is treated by the chapter to several social functions during the year that pay back your dues and more." "You JU.fl Want To Sign Me Up For The A ward You Get Or For The Numbers." Anyone who has been asked several times to join any organization and has refused will give this objection. "It is true we receive awards for signing people up. It is also true we need more membe~ or numbe~." The desire to perform is increased by an incentive. That is a basic part of our free enterprise system. The recognition of membe~ is important to the chapter. So many times a pe~on's efforts go unnoticed. Jaycee awards allow for this re;~ognition. You can receive awards and recognition for participating in our chapter when you join. So we are interested in awards and incentives. "Jaycees Don't Do Anything I Am Interested In." Ask questions about his interests. "What activities are you interested in? Does our youth camp interest you at all?" As he describes his interests to you, fit them into the projects your chapter already has. By asking questions, you have encouraged your prospect to talk about things he likes, which will help to get his attention back. If he brings up an interest or an idea your chapter does not have a related project for, ask him to come to the meeting and propose it. "I Don't Want To Join Right No .••. '." The new recruiter might take this statement for the truth and move on. However, the old time recruiter will listen more closely. The prospect said, "I don't want to join right now." He did not say he would not join. As a matter of fact, he just said he would join. Now the question turns from will he join to when will he join. Excuses or Cop-Outs. Excuses may be offhand remarks by the prospect but could be harmful to your recruiting efforts if not answered properly. Here is a list of the most common hea~ay excuses that fail to qualify as reasons for not joining. I. None of the Jaycees I know go to meetings, 2. Jaycees are too cliquish, and I am not in the group. J. Just a few guys do all of the work. 4. I heard it is a party chapter. 5. Most of the meetings last an hour and then everyone drinks until 1:00 in the morning. 6. I don't play cards. i. Too many teachers, banke~, farme~, etc. 8. I hear all the Jaycees fool around. 9. Jaycees rip off the community. 10. I am not good at knocking on doo~ and collecting money.
Your answers to the above statements should be cautious since the prospect could know more than you. A reply like the following is appropriate for all of the hearsay excuses: "Well. there may be some truth in that stat~ ment. But Jaycees do enough good to far outweigh any half-truth. Remember, a half-truth is also a half-untruth. Is that statement really a reason not to join and to miss out on all the benefits we just talked about? You can think of all kinds of examples of gossip that turned out to be som~ thing good instead of bad." WAYS TO GET A PROSPECTIVE JA YCEE TO A MEETING. I. Invite a dignitary to speak at your meeting. (Use lots of publicity.) Invite the mayor, local legislator, a sports celebrity or a panel of politicians. 2. Provide all the prospects with something free - i.e., a free chili supper, casino night, beer, films, steak fry, dance, outside barbeque, family picnic, or a free chance to win a raffle. Give a weekend at a resort to the 30th prospect to walk in the door. Host a sporting event between the prospective member and Jaycee members. Example: softball or basketball game, trap shooting, hunting event, card games, have an indoor putting contest. Have a on~ handed outdoor putting tournament. Rent a bus and pick up prospective membe~ all on one night. Put a sign on the bus, publish what you are going to do in the paper or on radio. Provide a service for the prospects - mow lawns, rake leaves, paint rooms, etc. One Jaycee recruits, the others perform the service. Have police arrest prospects ... and ask the prospect to join. Have Jaycees, with their chapter vests on, to do the recruiting. You may have to recruit a policeman fIrst. Set up a telephone campaign ... five Jaycees call same prospect within one hour on the same night all asking to join - the last caller asks him if anyone has asked him to join lately. Get pictures of a group of prospects and make a "Most Wanted Poster" to display around the city. Kidnap the kids and wife of a prospect ... treat them to a meal or movie while you treat the prospect to a beer or soft drink and recruit him into your chapter. Big Wheel - put a Big Wheel tricycle into a local supermarket and give away free raille tickets. On the application, have a space for the father's name and address and when you get the raille tickets, you simply have additional names of prospects to contact to invite to a "M-Night". Haunted House Greeter - greet people as they go into the Haunted House. Then as they come out and are excited, hand them something to take home with the compliments of the Jaycees. Also talk to them about what your chapter is doing in the community and ask if they would like to help.
Sporting Events - hand out applications to prospects at a local sporting event with a special invitation to a meeting. Welcome Wagon - present each newcomer to your city with a packet of Jaycee material Be sure to include a meeting schedule and personal invitation to come to the meeting; all with an offer to help get the new family settled.
Co.Iab a.J l~
To Aid Growth: Team competition among members - new members V5, old members, board of directors V5. members, wives vs. husbands, or Jayceerres V5. Jaycees. The winner is determined by the most members recruiced. A contest where the losers must wear a dress to a
meeting or put on a skit, take a pie in the face, provide the winner with. free dinner, ere. Send. newsletter to all eligible prospective Jaycees. Desisn a door-to~r project and call on only eligible prospects. (i.e., providing sand for sand boxes at a potential prospect's house). S. Send a fIyer or letter describing the benefits and activities of Jaycees to wives of prospects asking them to ask their husbands to join. 6. Adjourn during the middle of a meeting and send everyone out to bring a prospect to the meeting. 7. Run a newspaper article with all the information about your chapter and a picrure of a prospect being sworn m. 8. 9. 10. Have a membership booth at all projects. Place a sign at all projects that says 'Jaycees at Work - Inquire Within." Send Christmas or special holiday greetings from members of rhe chapter to prospects' families. 3. 4.
WAYS TO MOTIVATE MEMBERS TO RECRUIT A. A wards for your best recruiter at no cost. I. Free lawn care for a month. paint room in house, re-sod lawn, etc. All work done by the Board of Directors. 2. Thirty Jaycees for a "home" work day at the winner's house. 3. President chauffeurs winner for a week or President becomes maid for a day.
Using Contests And Incentives
_By using contests and incentives, recruiting will become easier for your chapter members. These incentives or games do nut have to be complex or expensive to reach your goal of new members for your chapter. By using the following ideas, your chapter membership will increase. Awards That Are Free To The Chapter: 1. Free lawn care for a month, paint a room in his house, re-sod his lawn, ete. All work done by the board of directors. Twenty Jaycees for a "home" work day at the winner's house. 3. President chauffeurs winner for a week, or the president becomes a maid for a day. 4. Carer a dinner for the member and his family at his home--each member of the board of directors brings part of the meal. S. Personal visit from the mayor, state or national legislator, governor, state president, etc. 6. Winner becomes the mayor for a day or has his choice of occupation for one day. 7. Free ambulance rides, police patrols, etc. 8. Immunity from parking tickets for a week or a free parking space downtown. Awards The Chapter Must Pay For: 1. Awards - plaques, trophies, medallions, pins. 2. Tickets - dinner, theater, football game, raffle. 3. Trips - weekend at a resort, hunting, skiing. 4. Car Care - gas, tune-up, oil change, tires. S. Food & Drink - groceries, side of beef, beer, liquor. 6. Bills Paid - utility, telephone, membership dues, registration. 7. Gifts - merchandise, gift certificate, personali~ items. 8. Telegrams - from state or national president,senator, congressman. 2.
Tips To Help With Recruiting: 1. Rent a billboard to display the membership goals of the chapter. 2. Designate a prospect as the "Secret Prospect." The Jaycee who recruits that prospect gers the prize or award (can be in area of town that has no Jaycees). 3. Have a regional or district "M"-Night. Invite all the chapters and publicize in all newspapers. 4. Bring state officers in' to help with one-on-Qne recruiting. S. Have a scavenger hunt for prospects of vacied occupations. Have the members bring their prospects to a meeting. The team with the widest variety of occupations wins. 6. Application in pocket - issue an application to all members. Fine eou.:h member 25' ar (he next meeting if he does not have an application or a member signed up. 7. Project Pass-Out Sheet - make a list of all the: projects your chapter does with a one or two sentence explanation. Also, have a membership application printed on the back. Then, give a few to each member to aid him in his recruitment effortS. 8. Marble in pocket - issue a marble to each member, the larger the better. He must carry it at all times to remind him to sign up new members. If he does not have it, he receives a 2S¢ fine at the next meeting.
Dart Board - fix up a dart board with one, five, and ten dollar bills taped to it. If you bring a guest, you get to mrow one dart. If you sign up a new member, you get two throws. Whatever the dart hits, you get to keep. Superstar Competition - set up criteria for being a superstar by using SPOKE and SPARK Plug forms as a guide. Give extra credit for bringing in new members. Hospital ID Bracelet - issue one to each member. They must wear it until they sign up a new member. Issue at least three times and save old ones in a bowl for display at membership meetings.
familiar to everyone, or is at least easy co find. (NOTE: Make sure you have access co che meeting place, keys to open and close, kicchen privileges, insurance responsibilities, and parking; you may even have [0 clear the parking lot of snow.) If you need a public address system, get one - chen cest ic. Sic close together. People have a tendency to sit in the rear of a room, especially prospects. Many chapters use refreshments as a means co get prospects co the meeting. If chat is the case, control its availability; close the bar during the meeting. Also be sure [0 have non-alcoholic as well as alcoholic beverages.
Exchange "can't gets" .:...-have aU members write down the names and phone numbers of prospects that mey have asked but can't get to join. Get at least four names and exchange them wim other members.
• Tb. M.ting
Be early and make sure that everything is set up the way you want ic (U.S. Flag, Creed, head cable,podium, microphone, agenda, sign-in sheets, refreshments). This will give you time to mingle before the meeting. meeting. Greeting the Prospects - When greecing an individual, make him feel that you are honestly glad he carne. Have your speaker, or speakers, mingle with the prospects, talking and learning names. This gives the prospect a personal relationship with the speaker. You may also want to have official greeters who pass out name badges to the prosecrive members. The Program - The main roncern of the program at any meeting is lengrh, If ar all possible, keep ir to 60-90 minutes for a membership night. You want [0 try to entertain the prospects briefly touching on the personal benefits and rhe Jaycees' philosophy of leadership training rhrough Community Devel· opment. Your full orientarion comes after rhey are members. A shorr personal rescimony of how the organizarion has been of benefit to you wiIJalso help, Make sure you ask the guests to join. The Starr - The time to srart rhe meering is when the agenda says irs rime co starr, This is your one chance co impress the prospect. Oon't blow ir br getting roo involved in the social hour and scarring the meering late. The Opening - Ask che members and guests to be seared. To open your presentarion, welcome rhe guescs, briefly cover rhe agenda. and cell chern what you expecl [0 happen. The Pirch - The "pirch" should lasr from 20-30 minuees, depending on how quickly che prospects respond. As rhe speaker goes over rhe benefits of Jaycees, he should shoO[ down rhe myrhs, rumors, and ocher obsracles co joining, The delivery of rhe spf"eChis very important; it musl show honesty and sincerity. The prospecrs must IrUSI the speaker, or they will not follow his lead and join che Jaycees.
RccruitingJaycees can be fun if you make it enjoyable. If you feel you need more cips on recruiting, purchase che Rccruicmenc Manual series, RSVP No. ~02~-O, from your sales caralog.
Conducting "M" Nights
"M" Nights, or Membership Nights, are speciall"lJeetings or evencs geared co increase your chapcer's membership. The average "M" Nighc is a special meeting with a well-i-nown speaker, such as the: stare Jaycees presidenc, a spores figure, a polirician, or a local celebrity. The purpose is co entertain as many prospective members as possible, and then have them join the Jaycees before the meering isover. The key to a successful "M" Night lies in your hands. Be crearive and have fun while recruiting new Jaycf"eS.The sequence of events thac must cake place for chis to be a good mf"etmg are: • Planning A Chairman's Planning Guide should be completed for chis project. The members should be aware of the date, time, location, and activities of the "M" Night at least 30 days in advance. This will allow them to get as many pros peLtS as possible to the meeting. Promotion Promotion of the "M" Night can make it an extra go<:.J event. Ho~ever, }!UU CJnnot rei}! srrictly on radio, TV. ncwspaper ads, and wrirren inviracions to gct people rhere. although rhey can help arrendance. Each member must bring guesrs for rhe event co be successful. The Meeting Place Have the meering in a room rhat fits rhe number of people who will arrend. If a.nyrhing, have it tOOsmall. Never use a room rhat is tOO large. The meecing room should be free from noise, other rhan rhar caused by your meering. Ie should be ar a place chat is
The Close - The close should last from 5-10 minutes depending on the number and interest of the prospectS. The close should be a summary of benefits to the prospectS and reasons they should join. Finally. yuu must ask them specifically to join the Jaycees. Then swear in the new members. • After tbe meeting - This is your time to mingle and to get to know your new memht-rs. Make sure you have time to talk with them individually. Tell them the time and piau: of the next mt·mbership meeting and the next orientation. Welcome them to your chapter. Follow- Up to tbe "hf" Night - Besides your normal thank-you cards and letters. be sure to contact any' guests that did not join or prospects that were not able to attend the event. Remember, not everyone joins the first time that you ask! NOTE _ Occasionally chapter socials or special events are used as "M" Nights or recruitment eventS. Some examples of such events are: • Casino Nights • Sporring events • Family gatherings • Picnics • Card parties • Clam bakes • Celebriry roasts • Fish frys Sample Agenda For "M" Night 7:()() Set up committee arrival
Extension, 'the formation of a new chapter, is one of the most satisfying responsibilities that you and your chapter can assume. Direct benefits to your chapter inclUde: 1. Your members learn more about Jaycees while selling Jaycees to other young men and another community. 2. Your chapter will receive state and national recognition by extendine a chapter.
Organizing All E).:tcllsi()l1
When organizing an extension, use a Chairman's Planning Guide. All you have to du is make a decision that you want to do an extension. Determine the answers to the following questions, complete the CPG, and do the extension. • Which communit)' or town will )'OUextend? • When is the starting date? • When is the projected completion date' (The suggested time is no longer than two weeks. Some are even done in a single day.) • Who will work on the extension and what days are the)' availabJe? (The more people involved the better.) • What folJow-up wilJ be done once the extension is finished? (A 9O-dayguide for new chapters is contained in this manuaL) While organizing your extension, you may need to explain to your members how to meet and recruit someone they do not know. The steps listed below have proven successfuJ throughout the country. • Prospecting - locate the: individuals to be m:ruited. You will ~ employers' names, addresses,' and phone numbers. Meeting the prospect - introduce yourself, explain what )'ou are doing, and gather information about the prospect. J3)'cee presentation - briefly explainJaycees and get him agreeing with you about the need for Ja)'cees in his community. The close - get an application fiIJedout and coIJect the dues money. Follow-up - get the new member to help recruit his friends and acquaintances into the new Jaycee cha pter. Most unsuccessful extensions fail because of lack of
7:30 - 8:00 8:00
8:00 - 8:0'
Arrival of guests-SocialfSpeakers mingle with group. Call to order. Invocation, Pledge of Allegiance. and Welcome.
• The Opening
8:0' - 8:10 8: 10 - 8:20
Introduction of Speakers-headtable. guests, and members. Explanation of purpose of meeting by chapter president. Brief outline of chapter's activities. Personal testimony by past or present Jaycee.
planning. Once the plan is estJblished and the prospect list is complete, it is JUSta matter of asking people to join the Jaycees.
Extending A New Jaycee Cbapter
The Presentation 8:20 • 8:50
Speaker Presentation - the main speaker asks guests to be I11embers.Applications are filled out, dues are collected and new members are sworn in. Thank you from chapter president.
There are as many reasons as there are ways for extending a Jaycee chapter. The most important reason is that every community deserves the opporruniry to have Jaycees. Remember, unless you are a member of the St. Louis Jaycees, you are a product of a successful extension.'
One-on-<>ne recruitment for those who have not joined. Socialize with new members.
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